Job Information
Telesat Senior Account Executive, Carrier and Enterprise Sales in Ottawa, Ontario
Senior Account Executive, Carrier and Enterprise Sales
Telesat (NASDAQ and TSX: TSAT) is a leading global satellite operator, providing reliable and secure satellite-delivered communications solutions worldwide to broadcast, telecommunications, corporate and government customers for over 50 years. Backed by a legacy of engineering excellence, reliability and industry-leading customer service, Telesat has grown to be one of the largest and most successful global satellite operators.
Telesat Lightspeed, our revolutionary Low Earth Orbit (LEO) satellite network, scheduled to begin service in 2027, will revolutionize global broadband connectivity for enterprise users by delivering a combination of high capacity, security, resiliency and affordability with ultra-low latency and fiber-like speeds. Telesat is headquartered in Ottawa, Canada, and has offices and facilities around the world.
The company’s state-of-the-art fleet consists of 15 GEO satellites, the Canadian payload on ViaSat-1 and one LEO 3 demonstration satellite. For more information, follow Telesat on X and LinkedIn or visit www.telesat.com
Telesat believes in the power of collaboration and the value of in-person interactions. This is why our employees generally work from the office Tuesday - Thursday, leaving Monday and Friday for choice and flexibility to work where you feel most effective. This setup fosters brainstorming, problem-solving, and trusted relationships and allows our employees to come together three days a week to collaborate, innovate and thrive!
As the Canadian Sales Director, Carrier and Enterprise at Telesat, you play a pivotal role in driving business growth within our cutting-edge Telesat Lightspeed Low Earth Orbit (LEO) satellite constellation. You report into the Senior Director Broadcast, Carrier and Enterprise Sales. Your mission is to continue to foster the existing geostationary satellite business and develop and execute winning sales strategies, build a robust customer base, and generate new revenue from LEO satellite communication products and services. The focus extends to carriers, Internet Service Providers (ISPs), and enterprise customers.
MAIN RESPONSIBILITIES
Managing & Developing Existing Accounts
Manage current accounts’ ongoing requirements.
Meet with customers regularly.
Understand customers’ business.
Prepare proposals and negotiate new and renewal contracts with current customers.
Grow business with current accounts and close new sales to meet revenue and sales growth targets.
Developing New Business
Identify and qualify new business opportunities in target markets.
Document customer requirements, identify possible solutions, prepare proposals and negotiate contracts with new customers.
Close sales to new accounts to meet revenue backlog and sales growth targets.
Other Sales Responsibilities
Build relationships with key customers and business partners.
Lead and coordinate work effectively during proposal preparation and contract negotiation with internal resources such as Engineering, Marketing, Finance, Legal and Operations.
Manage difficult and complex negotiations resulting in win-win outcomes.
Coordinate and participate in client demonstrations, proposals, and presentations.
Develop sales strategies, sales plans and forecasts and maintain sales funnel.
Track monthly revenue streams from customer base.
Assist Finance with collections, as required.
EDUCATION & EXPERIENCE
Five to ten years of experience dealing with enterprise and carrier customers with a proven track record in account development and successful sales performance. A diploma/degree in business administration or engineering is preferred. Telecommunications industry specific experience preferred.
Specialized Knowledge, Skills and Abilities
The ability to understand customers' application requirements in order to recommend the optimum service platform to meet customers' needs.
In depth technical knowledge of telecommunications or satellite services.
The ability to communicate the value and vision of satellite communications to all levels of management up to executive level within an organization.
Excellent sales and negotiation skills with strong business acumen.
Demonstrated strong client relations, conflict resolution and relationship-building skills to foster long-term customer retention/satisfaction.
High energy, self-motivated and results oriented.
Leadership qualities.
Excellent listening, facilitation, presentation and communication (verbal, written and interpersonal) skills.
Detail oriented, strong planning and organizational skills.
The ability to work effectively under pressure and multi-task.
Willingness to travel to visit key customers CGP clearance. and partners.
A valid driver’s license.
Equipment Used
General office equipment
Microsoft Office suite of applications
Experience utilizing CRM applications such as salesforce.com
DECISION MAKING & SUPERVISION
Decision Making
Makes sound decisions and recommendations governed by general policy.
Supervision Exercised
Advancement opportunities to manage sales team in future.
WORKING CONDITIONS
Minimum 3 days per week in general office environment with occasional work outside of core hours
Occasional travel to customer offices and/or sales conferences
The successful candidate must be able to work in Canada and obtain clearance under the Canadian Controlled Goods Program (CGP )
At Telesat, we take pride in being an equal opportunity employer that values equality in the workplace. We are committed to providing the best candidate experience possible including any required accommodations at every stage of our interview process. All qualified applicants that have been selected for an interview that require accommodations, are advised to inform the Telesat Talent team accordingly. We will work with you to meet your needs. All accommodation information provided will be treated as confidential.